Sr. Director Global Business Development, GSIs

Sr. Director Global Business Development, GSIs

The Sr. Director of Global Business Development for Global System Integrators (GSI) will assume complete ownership of Palo Alto Networks' worldwide GSI alliances. This pivotal leadership role involves building, scaling, and managing the company's most crucial relationships with Global System Integrators. You will play a key role in shaping our GSI strategy, identifying new, transformative partnerships, and executing a global business plan to drive significant revenue and market growth. You will engage at the executive level with both Palo Alto Networks and our GSI partners. This position requires a leader capable of defining and executing a multi-year vision, leveraging every part of our organizationfrom product to salesto unlock new routes to market. Your success will depend on your ability to build trust-based relationships and articulate a compelling joint value proposition that resonates with GSI leadership and their clients. In addition to managing a GSI portfolio, you will also mentor and guide BD team as required.

Your Impact

• Define, build, and lead the global business strategy for Palo Alto Networks' GSI partnerships, including assessing partner potential, setting ambitious business targets, and developing a multi-year roadmap.
• Cultivate and manage executive-level relationships with GSI partners, serving as the primary liaison for all strategic initiatives, joint offers, and major business opportunities.
• Lead the development of innovative, co-branded solutions and joint offers with GSI partners. You will identify key market challenges and orchestrate cross-functional efforts with product, marketing, and engineering to deliver compelling, integrated solutions.
• Own the global go-to-market strategy, ensuring alignment and execution across Palo Alto Networks' regional sales, channel, and marketing teams to drive net new pipeline and bookings.
• Be accountable for all GSI-related business metrics, including bookings, pipeline generation, and partner capacity building, and report on these metrics to the senior leadership team.
• Lead the company's efforts on transformational, high-value deals with GSIs, shaping and navigating complex contracts and negotiations.

Your Experience